Building Agreement : Using Emotions as You Negotiate
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Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want. "Building Agreement" shows you how to control the five 'core concerns' that motivate people: Express appreciation for what others think, feel or do; Build affiliation and turn an adversary into a colleague; Respect autonomy in others and gain autonomy in return; Acknowledge status and simultaneously establish your own worth; and Choose a fulfilling role during the process of negotiating. Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book "Getting to Yes", this is a superbly practical guide to mastering essential negotiating skills. It is originally published in hardback under the title "Beyond Reason".